Inside BS Show

Most professionals say they want high-net-worth clients.Then they spend their time arguing with strangers on LinkedIn and building businesses that make them poor.In this episode, Dave Lorenzo breaks down a real-world case study sparked by a financial advisor who bristled when told that Dave works with advisors serving clients with $5 million or more in investable assets .That simple statement triggered a public social media argument that revealed two brutal truths most professionals refuse to face:First, fighting online kills trust.Prospective clients are watching how you behave long before they ever reach out. When you argue in public, you broadcast insecurity, not authority.Second, targeting small clients is a business model that caps your income.A financial advisor managing $100,000 makes $1,000 a year.That same advisor managing $5 million makes $50,000 for roughly the same amount of work .Same trust.Same acquisition effort.Wildly different return.Dave explains why working with affluent and high-net-worth clients is not greedy. It is rational.If you want to volunteer, do it after hours.If you want to run a business, maximize return on your time and expertise .In this episode you will learn:• Why arguing on social media silently destroys your credibility• How affluent clients think about risk differently than mass-market clients• Why high-net-worth prospects are often easier to acquire than smaller ones• How fee-based advisors make more money by serving fewer, better clients• The hidden cost of being “noble” in your business modelIf you are a financial advisor, attorney, CPA, or insurance professional who wants to work fewer hours, earn more, and be taken seriously by people with real money, this episode will challenge the way you think about both marketing and growth.Stop fighting online.Start building a business that actually pays.Listen now.

In this episode of Inside BS, Dave Lorenzo interviews Brian Tannebaum, a Miami-based criminal defense and legal ethics attorney whose practice is built entirely on relationships.Brian represents lawyers, judges, doctors, and high-net-worth individuals facing serious legal and licensing issues. He does no advertising. Every client comes from referrals. His fees are often charged as flat, upfront amounts that can reach into the tens or hundreds of thousands of dollars.The conversation explores what real networking looks like in high-trust, high-stakes professional services. Brian explains why networking is not about handing out business cards, why selling yourself too early damages credibility, and why patience is the most important skill in relationship-based business development.This episode is a practical discussion for attorneys, financial advisors, and other professionals who want to attract high-net-worth clients through reputation, trust, and long-term relationships rather than transactional tactics.Key Topics and TakeawaysWhy 100 percent of Brian’s business comes from referrals instead of advertisingThe difference between networking and sales and why confusing the two destroys trustWhy the goal of networking should be one meaningful conversation, not volumeHow speaking engagements quietly become powerful networking toolsWhy top professionals often refuse referral fees to protect their reputationThe idea of “accept nothing” when adding value to othersWhy connecting people to each other is the highest form of networkingHow structured networking groups create leverage beyond the roomWhy patience is the most underrated networking skillThe biggest mistake people make: trying to sell themselves too earlyWhy defocusing your networking often produces better opportunitiesHow long-term reputation compounds into effortless client acquisition

On this episode of The Inside BS Show, Dave Lorenzo breaks down how professionals can stand out in the age of artificial intelligence without losing credibility, voice, or trust.AI is rapidly becoming table stakes for content creation. Anyone can generate articles, posts, and even books with a prompt. What AI cannot do is original research. It cannot conduct interviews, design methodologies, or extract insight from real people doing real work.Dave explains how the research behind The High Net Worth Advisor was built through hundreds of interviews and a large-scale quantitative survey. That research revealed clear behavioral differences between professionals who attract affluent clients and those who do not.The core message is simple and uncomfortable: authority in the AI era does not come from better prompts. It comes from doing the work AI cannot replicate.If you want your content, your book, or your message to matter, you must produce unique insight grounded in real research. That is how you create defensible thought leadership and long-term revenue in a world flooded with AI-generated noise. how to stand out in the age of …Episode HighlightsWhy AI is a force multiplier, not a differentiation strategyThe danger of publishing content without original insightHow unique research creates authority that cannot be copiedWhy interviews outperform internet-sourced ideasThe role of quantitative surveys in validating expertiseThe seven behaviors shared by professionals who attract high-net-worth clientsHow research becomes a roadmap for repeatable, lifetime revenueWhy every professional is capable of doing meaningful original research

Nobody Gives a Sh*t About You. And That’s Exactly Why You’re Stuck.If your content sounds like a diary entry, this episode is your wake-up call.In the first Inside BS Show episode of 2026, Dave Lorenzo comes back swinging with a blunt, uncomfortable truth most professionals refuse to accept: clients do not care about you. They care about results. They care about outcomes. They care about what you can do for them.This episode is not motivational fluff. It is not branding theory. It is a hard reset for serious professionals who want to attract high-net-worth clients and real business owners, not likes, comments, or sympathy.Dave breaks down why most LinkedIn content actively repels high-net-worth clients, why “thought leadership” is mostly noise pollution, and what actually works if you want wealthy clients to trust you with their money, businesses, and relationships. You’ll hear a simple, repeatable framework for creating content that positions you as a credible authority instead of a well-dressed amateur.If you are a financial advisor, attorney, CPA, consultant, or professional service provider targeting high net worth clients, this episode draws a clear line in the sand. Either you demonstrate value in public, or you stay invisible to the people who matter most.This is the start of a new chapter for the Inside BS Show and a clear signal of what’s coming in 2026: less ego, more substance, and zero tolerance for clown behavior.If you are serious about upgrading your clients, your content, and your future, press play.If you are not, this probably isn’t the show for you.

On this episode of The Inside BS Show, Dave Lorenzo, The Godfather of Growth, sits down with Sylvia Mullen, a top business broker with Sunbelt Business Brokers in South Florida. Sylvia breaks down exactly what goes into selling a business — from valuation to vetting buyers — and explains why honesty, preparation, and process are everything.Key Topics Discussed:What a business broker really does (and what they don’t)How to prepare your business for sale — the right wayWhy most owners wait too long to start the processWhat makes a business unsellable (and how to fix it)The difference between SDE, EBITDA, and profitHow to vet serious buyers and avoid tire kickersWhy relationships and empathy matter in deal-makingThe unique perspective women bring to business brokerageHow social media and networking drive deal flow todayLinks and Resources: Connect with Sylvia: Sylvia Mullen on LinkedIn Call Us: (305) 692-5531Call to Action: If you’re thinking about selling your business, start preparing now. Clean up your books, systematize your operations, and make sure your business can run without you. Want to know what your company is worth or how to make it more valuable? Reach out to Dave Lorenzo today.Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

In this special solo episode, Dave Lorenzo announces a planned 30-day break from The Inside BS Show and social media. From October 4 through November 3, he’ll be going “offline” to focus on a major new project, rethink the direction of the show, and manage an intense travel schedule. Dave explains why this reset is deliberate and strategic — not a disappearance — and what listeners can expect when he returns.What You’ll Discover Today:Why Dave is taking a 30-day break from podcasting and LinkedInThe three major reasons for the pause:A new, time-intensive project demanding focusStrategic re-positioning of The Inside BS Show’s format and directionA travel schedule that covers more than half the monthThe difference between this “designed break” and prior hiatusesWhat listeners can expect during the reset, including two interview episodes releasing mid-monthWhen and how the show will relaunch on November 3 at 6 a.m.Key Takeaways:Strategic pauses are sometimes necessary for creative growth and business focus.Consistent creation takes time — reclaiming that time for reflection and planning can lead to stronger output.Taking a deliberate break (rather than disappearing) preserves the relationship with your audience.The Inside BS Show will return refreshed, re-energized, and with a new sense of purpose.Call to Action: Circle November 3 on your calendar — Dave returns with new energy, new ideas, and a new direction for The Inside BS Show. In the meantime, stay subscribed to catch the two upcoming interview episodes.

In this episode of The Inside BS Show, Dave Lorenzo sits down with Britt Summerill, Partner at Now CFO, to uncover the truth about when and why business owners need a Chief Financial Officer and what happens when they wait too long to bring one in.Britt explains the critical difference between a Controller and a CFO, the telltale signs your company has outgrown its basic accounting setup, and how a fractional or outsourced CFO can transform your business from reactive to strategic.You will hear how companies, even those earning tens of millions, often operate without the right financial systems in place, the costly mistakes owners make when they rely on outdated reporting, and how to spot warning signs like missing visibility, unreliable cash flow forecasting, or weak internal controls.Britt also shares real-world examples from his experience leading Now CFO’s expansion into multiple markets and helping companies nationwide recover from accounting chaos, uncover fraud, and prepare for funding or acquisition.What You Will Discover Today:When to hire a CFO and when a controller is enoughThe most common accounting blind spots that sink growing businessesWhy "clean books" are not enough for scaling or fundingThe role of a fractional CFO during rapid growth or crisisHow Now CFO helps companies restore order, improve visibility, and drive valueThe surprising financial messes Britt has uncovered, even inside billion-dollar companiesKey Takeaway: If you are a CEO who does not fully understand your financials, you are not alone, but you are exposed. The right CFO can give you the insight and control you need to protect your business, prepare for growth, and make smarter strategic decisions.Connect with Britt Summerill: Website: www.NowCFO.com Email: bsummerill@nowcfo.comLinks and Resources:Buy The 60 Second Sale: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Subscribe for updates: GetInsideBS.comCall Us: (305) 692-5531Call to Action: If you have been relying on "good enough" accounting, it is time to rethink your finance function. Reach out to Now CFO to find out what is really happening behind your numbers and start leading your business with clarity.

Ever found yourself dreading a tough conversation—with an employee, a client, or even someone you love? In this episode of The Inside BS Show, Dave Lorenzo sits down with communication expert Lynne Franklin to unpack the science and psychology behind how to handle difficult conversations effectively.Lynne shares her shocking early-career story involving a runaway teen and a machete—an experience that forever changed her approach to connecting with people. From that day on, she dedicated her career to understanding how we can reach the “unreachable” and create meaningful dialogue even in the most tense situations.Key Topics Discussed:How one terrifying encounter shaped Lynne’s lifelong mission to help people connect.Why every tough conversation starts with a gap in expectations—and how to bridge it.The neuroscience behind communication: what your brain does when tension rises.The “7-Second Rule” for remembering names (and why most of us fail at it).How to spot and speak to “lookers,” “listeners,” and “touchers.”Why understanding the other person’s story is the key to persuasion.The single most powerful breathing exercise to reset your mind before a tough talk.The difference between talking the walk and walking the talk—and why leaders get it wrong.How executives and teams can build cultures of communication that eliminate misunderstanding.About Lynne Franklin: Lynne Franklin is an author, executive communication coach, and former president of the National Speakers Association’s Illinois Chapter. Known as a “neuroscience nerd,” she transforms complex brain research into practical tools that help leaders connect, persuade, and influence. Her clients include C-suite executives, sales teams, and organizations that want to communicate with empathy and impact.Connect with Lynne Franklin: Website: www.LynneFranklin.com Email: Lynne@LynneFranklin.com Phone: (847) 729-5716Connect with Dave Lorenzo: Website: GetInsideBS.com Call: (305) 692-5531Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763Call to Action: Before you start your next tough conversation, take a breath—literally. Then listen to this episode and learn how to transform conflict into connection using the science of communication.

In this episode of The Inside BS Show, Dave Lorenzo interviews Lester Cook, a cost segregation expert and partner at KBKG, to uncover one of the most powerful — and underutilized — tax strategies available to real estate investors and property owners.Cost segregation isn’t a loophole. It’s a legitimate, IRS-approved way to accelerate depreciation and save millions in taxes. Lester explains how his firm helps clients identify and reclassify building components for faster write-offs, turning a single property purchase into a massive tax-saving opportunity.What You’ll Discover Today:What cost segregation really is and how it worksWhy property owners can write off up to 25% of a building’s value in the first yearHow to know if your property qualifies for a cost segregation studyThe difference between a good candidate (buy-and-hold investor) and a bad one (flippers)Why most CPAs partner with cost segregation experts instead of doing it themselvesHow KBKG helps both large corporations and small investors unlock tax savingsHow states like Illinois and California handle bonus depreciation differentlyHow CPAs can collaborate with Lester’s firm to deliver more value to their clientsKey Takeaway: Cost segregation is one of the smartest legal strategies for reducing tax liability and improving cash flow for anyone who owns or invests in real estate. If you’ve bought commercial or rental property in the past decade and haven’t done a cost segregation study, you may be leaving serious money on the table.Connect with Lester Cook: Website: www.KBKG.com Email: Lester.Cook@KBKG.com Phone: (312) 248-7347Buy the 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763About The Inside BS Show: Hosted by Dave Lorenzo, The Inside BS Show gives you the inside business secrets behind how successful professionals grow profits, build relationships, and increase enterprise value.

Exiting your business isn’t as simple as calling a broker and cashing out. In this episode of The Inside BS Show, hosts break down three practical strategies that give small business owners control, leverage, and the ability to walk away on their terms.Key Topics DiscussedOption 1: The Business Broker When speed matters, a broker can get the deal done quickly—especially if they specialize in your industry. But speed comes with tradeoffs, and you may leave money on the table.Option 2: Creating Your Own Market Build internal and strategic buyers before you ever think about selling. Whether it’s grooming partners inside your firm or forming alliances with suppliers and customers, this strategy gives you pricing power and multiple exit doors.Option 3: Selling to a Competitor Competitors will often pay a premium to remove you from the playing field and scoop up market share. Cultivate those relationships early, even while you’re competing head-to-head.Bonus Topic: Don’t Leave It to Chance If you don’t plan, your “exit” may come in the form of illness or death. That’s why buy-sell agreements and key person insurance are non-negotiable.Call to ActionBuy The 60 Second Sale Book: https://www.amazon.com/60-Second-Sale-Ultimate-Relationships/dp/1119499763

Most business owners view insurance as a painful expense. Ciara Gravier, Founder and CEO of The Bunker, sees it differently. She treats insurance as a strategic tool to protect assets, unlock opportunities, and fuel business growth.In this episode of The Inside BS Show, Ciara joins to share how she built her firm, why she requires clients to commit for two years, and how business owners should reframe their thinking around risk management.What You’ll Discover TodayWhy price-shopping insurance every year is a trap that costs you more in the long run.How to turn insurance into a business growth asset, not just a line-item expense.The critical difference between transactional agents and trusted advisors.Why personal brand and trust are now central to professional services.The essential policies every business owner must understand to avoid catastrophic mistakes.Key Topics DiscussedInsurance fatigue and how to overcome it.Building relationships that outlast premiums.The new generation’s buying behavior and the role of trust.The spectrum of coverage: general liability, workers comp, EPLI, professional liability, D&O.How to ask the right questions before your next renewal.Call to ActionIf you want to transform the way you sell, build trust, and increase revenue, start with my book: Buy The 60 Second Sale.

Recruiting high-performing sales reps isn’t about job postings or luck—it’s about strategy. In this episode of The Inside BS Show, I reveal the five secrets great sales managers use to attract and build winning sales teams. Whether you’re running a growing business or leading a division, these steps will help you multiply your opportunities and bring in top talent.What You’ll Discover TodaySecret #1: Educate First – Why teaching salespeople how to sell is your most powerful recruiting tool.Secret #2: Connect Through Referrals – How referring business helps you identify and recruit sharp performers.Secret #3: Share Best Practices – How collaborating with peers in complementary industries makes recruiting easier.Secret #4: Develop Relationships – Why showing up at industry events opens doors to the best talent.Secret #5: Gather Intelligence – How industry awards and recognition events help you spot the true stars.The Secret StrategyBeyond the five secrets, I share a game-changing recruiting method: build your own community. By creating a group where salespeople and industry peers exchange ideas and best practices, you position yourself as the leader reps want to work for.Resources👉 Download my free sales system here: RevenueRoadmapGuide.comCall to ActionWant more strategies for building a high-performing sales team? Subscribe to The Inside BS Show and never miss an episode.